#13 When Should You Take No For An Answer
This is part 2 of a 2 part message on closing. The first part was around our mindset around some of our premium packages. I shared an experience I had as a customer and the benefits of having a full set or a premium package, from the customers point of view. Update- I...
#12 It’s Better to Have It and Not Need It Than to Need It and Not Have It
I know, it's easiest just to give the customer what they want. After all, money is tight. Today I'm going to encourage you to look at your customer's end user experience based on a story of mine, as a customer. I will tell you the ridiculous story and how I used a...
Let’s Talk About Strengths
Let's talk about strengths, baby. Let's talk about you and me. Let's talk about all the good things and the bad things that could be. Let's talk about strengths... Ok now I'm totally dating myself. But come on, despite how horrible that song was, it does have a catchy...
#10 Uncovering Your Customer’s Needs
We are on podcast #10! I'm pretty excited about that. Today we are going to talk about what customers need. There are two myths that I am going to address today: Customers know exactly what their problems/needs are, and how to solve them. We have to pushy to...
#9 Wipe Your Tears and Keep Fighting
We can learn a lot from our kids. As an adult, we fear so much. We are so much less resilient than when we were kids. If we just open our eyes, our motivation is all around us. This episode is about Zoey's last tournament. It was what I remember one my coaches call "a...
#8 How to Close Your Daughter to Play Hockey
I have heard that our children can be the greatest teachers. And this is true in sales as well. Because most times it has taken every ounce of my 15 years of sales training to get them to do freaking anything! In this podcast, I explain how I had to pull out...
#7 How Many Times Should I Follow-Up?
"I don't want to seem to eager." "I don't want them to think I'm stalking them." "Won't that bother them?" When we stare at our list of new prospects, we would be in denial to say these thoughts don't go through our mind. Then contrast that with our managers, saying...
My New Awesome Goal Getting Hack
In today's podcast I will share with you what a HOT MESS I was about for the past 2 months. My mind was running constantly thinking of everything I needed to do. I would bounce between doing stuff, and wanting not to do stuff. I always felt defeted and nothing was...
How to Build Credibility (and Trust)
Hi everyone! Today's show is about credibility. Tell me if these 2 statements drive you crazy too. People buy from those they like and trust BUT if someone doesn't buy, don't take it personally. Wait, what? That doesn't make sense. If they buy from people they like...
Why Is My Customer Lagging?
Have you ever had what you thought was an amazing conversation and the prospect was ready to buy, and then they just lag forever? I have, and so has my team. This video will explain one of the reasons and some practical things you can do to increase the successful...